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Marketing Steps of Selling Flashcards | StudBud
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Marketing Steps of Selling
Marketing Steps of Selling
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Questions
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Answers
1
Technical language in certain businesses or industries
language
jargon
industry
laymans term
2
Make a decision between two items
standing room only
direct
which
service
3
Lack of resources
demand
scarcity
supply
value
4
Which is NOT an example of nonverbal communication?
eye movement
talking
Facial expressions
hand motions
5
Extensive decision making is used when there is......
never will buy a product
purchased products before but not regularly
purchases products everyday
litte to no previous experience
6
Saying "how may I help you" is what type of approach?
greeting
selling
merchandise
service
7
Matching the characteristics of a product to a customers needs and wants is?
telemarketing
Feature-benefit selling
product features
business-to-business selling
8
An indication that a customer is ready to buy a product is known as
buying signals
trial close
nonverbal communication
buying the product
9
An example of an routine decision would be.......
a second car
toilet paper
washer and dryer
house
10
An attempt to close a sale
buying the product
nonverbal communication
buying signals
trial close
11
Pete is being trained to be a cashier and a cook. What is this called?
on the job training
hardwork
teamwork
cross training
12
Words average customers can understand
jargon
talking slowly
laymans terms
talking
13
Which below is an example of an employee at the top of the veritcal pyramid?
middle manager
department manager
CEO
employee
14
A prospect is a.....
potential product
potential employee
potential business
potential customer
15
Time, dependability, saving, health and safety are all examples of this type of buying motive?
physical
rational
irrational
emotional
16
An example of an limited decision would be.......
house
a second car
toilet paper
washer and dryer
17
Business to business selling is also known as what type of selling
retail
organizational
telemarketing
consumer
18
How many steps are in the sales process?
11
9
5
7
19
Utility means what?
value
expenses
important
price
20
Which one below is NOT an example of a goal of a horizontal organization?
controlling managers
self-managing teams
organization by process
customer orientaition
21
Roads, ports, schools, utilities are examples of this
scarcity
improvements
infrastructure
standard of living
22
Use of previous customer or neutral person testimonial about a product
third party
question
boomerang
superior point
23
Bringing the objection back to the customer as a selling point.
boomerang
superior point
question
third party
24
There are how many types of objections?
6
4
7
5
25
Means taking action and doing what needs to be done without being asked
initiative
time management
responsibiltiy
punctuality
26
Reasons for not buying or seeing the salesperson are known as
stuck up
objections
bad attitude
excuses
27
Product is in short supply
service
direct
standing room only
which
28
Concerns hesitations, doubts or honest reasons a customer has not made a purchase
excuses
objections
bad attitude
stuck up
29
What type of management is represented in the chart below?
management
horizontal
top down
vertical
30
Coming to a consensus means
everyone agrees
majority agrees
minority agree
no one agress
31
Explaining services that overcome the problem
which
direct
standing room only
service
32
When should suggestion selling occur?
never
after finding the product but before checking out
after checking out
before finding a product
33
Off setting an objection with features and benefits of a production
third party
boomerang
superior point
question
34
Social approval, power, love or prestige are all examples of this buying motive
rational
irrational
emotional
physical
35
Ask for the sale
service
direct
standing room only
which
36
Sales person asks questions or makes a comment about a product the customer is interested in?
service
greeting
merchandise
selling
37
An example of an extensive decision would be.......
washer and dryer
toilet paper
a second car
house
38
Which is not an approach to retail selling
merchandise
greeting
selling
service
39
Saying "Hello" and "Good morning" are examples of what type of approach?
merchandise
greeting
selling
service
40
Selecting customers at random such as by going door to door or telephone
telemarketing
cold canvassing
cold calls
referrals
